Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling ProcessesDec 7, 2017 Son K. Lam, Andrea L. Dixon, and Thomas E. DeCarlo, 2017, 17-126
Many executives do not realize the issues salespeople and customers face due to internal selling processes, but inefficient ISPs can have devastating effects on salesperson role perceptions, job satisfaction and performance, and turnover.
B2B Marketing in a Global Ecosystem: Lessons from the Solar IndustryNov 03, 2017 Robert Olsen, Marketing Director, DuPont Electronics and Imagining
In increasingly interconnected global industries, how can companies maintain leadership, leverage their brand, and bring innovation and confidence to new markets while prices drop, competition increases, and commoditization looms?
Fostering Creativity at Work: Lessons from LegosOct 13, 2017 Page Moreau, University of Wisconsin – Madison
Page Moreau will discuss the barriers that often hamper our creative performance and will offer tools to overcome those challenges.
Dynamic Effects of Intrafirm Relational Strategies and Relational Structures on PerformanceSep 6, 2017 Danny P. Claro, Carla S. D. Ramos, Gabriel Gonzalez, and Robert W. Palmatier, 2017, 17-120
A dynamic perspective offers valuable information about the most effective ways to leverage teams to ensure the necessary resource flows to relationship managers over time.
C_RIOSITY: Where Are U?Mar 01, 2017 Spencer Harrison, Boston College
How did Houdini make an elephant disappear? How might asking this question impact your business?
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